I think that the key to getting more business is to care about your clients. It's pretty basic stuff. No tricks or techniques to learn. Just be a human being who really cares about the welfare of your client.
If you care, the closings will happen.
I studied many sales training techniques and understand their methods. But if it's just about doing whatever it takes in order to get to the closing table so you can get your check, then I'm probably a big loser.
Many times getting to the closing table is also in the best interest of the client. That's when it's good to know the techniques to help the process along.
But I still think that the original intent of what you do has to be caring about the client and not about closing the deal.
Last week I was helping a buyer get some response on their loan. She was frustrated with the people in the loan process.
She told me "Tim, it just seems that no one really cares if we get this loan closed or not." The loan guy went on vacation a week before our closing and didn't seem to have cared what happened with the loan documents while he was gone. I guess he didn't put himself in my buyer's situation and empathize with her about what would happen if we didn't close as planned.
So my closing technique is simple. Put yourself in your client's shoes. Imagine what their fears and concerns are. Then just care enough about them to want to naturally help them through their fears to the closing table.
I like the ABC method. Always Be Caring.
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